I grew up in the days of the really good cop and detective shows, Starsky & Hutch, Baretta, Manix, Man from U.N.C.L.E., Harry O and one of my favorites Columbo!
Lt.Columbo, played by Peter Falk, was an awesome show. Columbo was a homicide cop who wandered around with a cigar, a rumpled overcoat and this unkempt look of a bit of a bumbling but pleasant guy. But he hid a genius. The genius was that he was always asking that one more question, he had this loose thread that he kept pulling at until it all came together.
In sales this is sometimes the perseverance and curiosity that makes the difference. I did a study of contacts for a sales force and determined that it took an average of seven touches to get an opportunity to quote. We showed this data to the sales force to help them understand that even though you might feel frustrated after getting nowhere 3 or 4 times you had to pull a Columbo. If you felt that there was something there you had to keep going back for the "Just one more thing."
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